•  Whenyouthinkofasalesperson,isthiswhoyouthinkof?

•  Printsalespeoplelookmorelikethis.Theyplayaveryimportantroleintheindustry.

•  Aprintsalespersonisresponsibleforseekingandacquiringcustomersandprin@ngjobsthatwillbeproducedbytheircompany.

•  Youcan’thaveasuccessfulbusinesswithoutasuccessfulsalesstaff.

•  Anassociatesorbachelorsdegreeinsales,marke@ngorbusinessispreferred,butnotmandatory.

•  Mosthighlysuccessfulsalespeopleareborn,notmade.

•  GoalDriven•  Organized•  Communicator

•  PeoplePerson•  Presentable•  ThickSkinned•  Persistent

•  Intelligent•  Knowledgeable•  Communicator

•  Friendly•  HardWorking

•  Goodlistener

•  Lazy•  Unorganized•  Shy•  Notpresentable•  NotAggressive•  TooAggressive

•  NotIntelligent•  NoKnowledgeofProduct•  Can’tCommunicate

•  NotFriendly•  Doesnotlisten

•  Callorvisitanynewpoten@alcustomers•  Developcompanycontactsasa“WayIn”

•  Givepresenta@onstopromoteyourcompaniesqualityandservice.

•  Contactexis@ngcustomerswhomayhavenewworkthatneedstobeprinted.

•  Follow‐upwithalljobstoensuresa@sfac@on.

•  Somesmallercompanieswillselltoacircularareaaroundtheirproduc@onfacilityandsalespeoplewillalsolookfornewmarketsinotherareas.

•  Asthecompanygrows,thecirclegetslargerandtakesondifferentshapes.

•  Eachsalespersonisgivenasalesregion.

•  Dividingregionsistoughbecausesomeareashavemorepoten@althanothers.

•  Sellingoutofyourproduc@onfacilityallowssalespeopletobeclosetotheircompaniesandtheirfamilies.Anordinarylifeispossible.

•  Largercompaniesdevelopsalesofficesinmajormetropolitanareas.Salespeopleworkingoutoftheseofficecandevelopsalesregionsaroundtheseoffices.

•  Sellingoutofsalesofficesallowssalespeopletobeclosetotheirhomesandfamilies,buttheylosemuchoftheconnec@onwiththemaincompanythattheyserve.Anordinaryfamilylifeiss@llpossible.

•  Whencompaniesarelookingfornewmarketstotapinto,theywillhiretravelingsalespeopletoreachouttonewareas.Thiscouldbeindifferentstatesoreveninterna@onally.

•  Travelingsalespeoplecanliveanywhere,butarerequiredtotravelwherevertheworktakesthem.

•  Ifenoughworkislocatedinacertainarea,thenasalesofficecouldbeopenedthere.

•  Travelingsalespeoplehavetroublemaintainingaconnec@onwiththeirhomecompanyandalsotheirfamily.Maintaininganytypeofnormallifeisdifficult.Younger,singlesalespeopleenjoythistypeofselling.

•  Obviously,lifestylesvarygreatlybetweenhomeoffice,salesofficeandtravelingsalespeople,butsomelifestyletraitsarethesameforallsalespeople.

•  MaintainingafriendlyupbeataYtude•  Mee@ngnewpeopleeveryday

•  Dressingveryprofessionally•  Drivinganicecar•  WiningandDiningCustomers

•  CellPhonesandvideochaYng

•  Drivingorflyingalot

•  Companiesprefertopaysalespeopleonacommissionbasisinsteadofasalarybasis.

•  Asetannualamountpaidtoanemployeefordoinganagreeduponjob.

Advantages -  Guaranteed annual income

-  Stable pay checks

-  Agreed upon work load

-  Predictable annual payroll

Disadvantages -  No incentive to work harder

-  No chance for extra income

-  Employer pays even non- performers

•  Payinganemployeeasetpercentageofthesalesthattheymake.

Advantages -  Provides incentive to sell

-  Chance for large income

-  Company does not pay anything unless sales are made

Disadvantages -  No guaranteed money

-  No set workload or schedule

-  Fluctuating pay checks

-  High pressure and high stress

•  Commissionstructuresvary,butmostaresimilartothestructurebelow:

Year1: ½%onNetSales

Year2: 1%onNetSales

Year3: 1½%onNetSales

Year4: 2%onNetSales

Year5: 2½%onNetSales

Year6: 3%onNetSales(Maximum)

•  Companiesrarelyeverneedtofireasalespersonbecauseiftheyarenotsuccessfultheirdecliningincomewillforcethemtofindsomethingelse.

•  Salesisaveryemo@onalbusiness,becausemakingthesaleis@edtonotonlyyourprofessionalsuccess,butalsoyourlivelyhood.

•  Successesandfailurescomeeverydayindifferentformsanditisimportantthatasalespersonfindswaystocopewithboth.

•  Companieswantsalespeopletofindnewcustomersandkeepthosecustomershappyandprovidingworkformanyyears.

•  Whenasalespersonleavesthecompany,hisorheraccountsbecomehouseaccountsandaregiventoanothersalesperson.Thatsalespersonusuallymustservicethoseaccountsforseveralyearsbeforetheycanearncommissiononanyworkthattheyprovide.

•  SellingworkandgeYngcustomersissoimportant,thatcompaniesarealwaysseekingskilled,successfulsalespeople.Compe@ngcompanieswillogentrytostealsalespeoplefromrivalcompanies.

•  MostcompaniesmaketheirsalespeoplesignaNo‐CompeteClause,whichprohibitsthemfromstealingthecompaniescustomersinordertogotoacompe@torwhooffersthemhighercommissionratesandmorebenefits.

•  GobackthroughtheslidesandEvaluateifsalesisforyou,basedonthesecriteria:

‐  YourPersonality‐  Yourskillsandabili@es‐  Yourworkethic‐  ThePaystructure‐  TheLifestyle

•  Writedownallofyourreasonswhyorwhynotsalesisforyoubasedonthepreviouscriteria.Presentthisinforma@ontotheclassanddiscussit.Wewillalllearnfromeachother.

•  Youwillbeexpectedtoknowandusethisinforma@oninthefuture.